Julie Abel-Hunt

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Dismantling the Sales Machine

Sales leaders have long fixated on process discipline. They have created opportunity scorecards, qualification criteria, and activity metrics—all part of a formal sales process designed to help their team members replicate the approaches of star performers. This is the world of the sales machine, …

Make 1 Change to Achieve All Your New Year Goals | Inc.com

You survived the holidays and now you are turning to the goals that will make this a great year. That sounds promising, but many of us have created complexity that is slowing us down. Now is the time, while the year is young, for you to decisively kill the clutter and simplify, simplify, …

Profit

Closing a Sale: 7 Mistakes to Avoid | Inc.com

Selling is pointless unless you're closing business, which is why it's important to hone your closing skills. In a previous post, I explained how to close a sale. This post explains what <i>not</i> to do when you're closing.<p><b>1. Believing that sales materials can close business.</b> Your website, emails, and …

Selling

5 Tools to Take Charge of Your Personal Productivity | Inc.com

I've often observed that great leadership is built on the mundane. But spending <i>too much</i> time on the mundane has precisely the opposite effect. It drains leaders of energy and bogs them down in irrelevant, granular detail.<p>And yet I see it all the time--individuals who could, and should, be great …

Productivity

10 Characteristics of Good Problem Solvers

Good problem solvers are good thinkers. They have less drama and problems to begin with and don't get overly emotional when faced with a problem. They usually see problems as challenges and life experiences and try to stand above them, objectively.<p>Good problem solvers use a combination of intuition …

What’s Wrong With Your Sales Training Program

Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). The classroom experience is based mainly upon rote memorization of facts. There is little in the way of interaction, practical exercises, or …